Sales Gravy

APRIL 16, 2025

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when youre selling through distributors who carry multiple competing lines and competitors who undercut your price? If the competitors line undercuts you, how do you prove your extra value? Highlight Success Stories.

Channels 58

Channels Engineering Gatekeeper Decision Maker 58

Sales and Marketing Management

OCTOBER 12, 2020

A profession that thrives on face-to-face communication with customers became shackled by travel restrictions. A profession that thrives on face-to-face communication with customers became shackled by travel restrictions. Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. Your B2B Lead Generation Sucks … 5 Reasons Why Are you looking for your B2B sales leads in all the wrong places? How do most companies ramp up their B2B lead generation strategies?

Referrals 177

Referrals Channels Cold Calling Scale 177

Partners in Excellence

FEBRUARY 23, 2022

Channels “partners” have been a part of sales ever since sales have existed. Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. We drive marketing programs to keep these partners supplied with leads.

Channels 137

Channels Lead Rank Face-to-face Lead Scoring 137

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth. Set specific goals for lead generation.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

Pipeliner

JANUARY 3, 2025

He points out that humans are naturally inclined to create complex solutions, often leading to paralysis by analysis. They discuss the common pain points faced by sales leaders, particularly in relation to ineffective CRM systems. The Challenge of Clarity Why is Clarity So Difficult? What is their pain point or pleasure point?

Video 105

Video Lead Rank Lead Scoring Exercises 105

Sales and Marketing Management

JANUARY 21, 2019

Also, data from channels such as chat, social media, phone, web and more must come together into a single view of the customer. More and more, reps are using social media platforms as a channel through which to start conversations and begin developing relationships with their prospects. So we’ve developed a list of the hottest trends.

Trends 297

Trends B2B Social Media Telemarketing 297

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market.

Scale 130

Scale SalesForce Analytics Hubspot 130

Zoominfo

MAY 2, 2018

Have you ever spent months planning a lead generation campaign, only to be disappointed by its results? In fact, generating high-quality leads is the biggest challenge for B2B marketers ( source ). Even the best B2B lead generation programs fall flat sometimes—regardless of planning, strategy, and effort. What is a lead?

Lead Generation 203

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 203

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Even for us in the same industry, the evolution from cold outreach to custom videos for outreach and lead generation felt remarkable. I was so excited about our discussion.

Video 68

Video Lead Rank Lead Scoring Prospecting 68

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Scalability: Solutions that grow with your business, adapting to evolving requirements.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

No More Cold Calling

APRIL 26, 2021

Video conferencing is a great way to get face to face with clients. Bottom line: Clients prefer to work with their current suppliers, so lead generation is getting tougher and tougher. Referral sellers have been relationship-building their way through the pandemic. But not referral sellers. Image attribution: Anna Schvets ).

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

FEBRUARY 24, 2021

Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. Lead generation shouldn’t be nearly impossible, not even during a global pandemic and recession. Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Hubspot Sales

NOVEMBER 22, 2024

You need a healthy pipeline of leads to meet those targets. That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. Let's face it: There‘s a lot of spam out there. Further, 21% cite cold email as their most successful lead-gen method.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. From there, these leads are gradually pushed further down the funnel for sales teams to pick them up and close a deal. Bring in more fit leads with personalization. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

NOVEMBER 11, 2020

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun. Organizers and speakers are reinventing virtual events. More useful.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Pipeliner

MARCH 20, 2025

In a recent episode, host John Golden sat down with e-commerce expert Sabir Semerkant to discuss the impending challenges e-commerce brands will likely face in 2025. This mindset can be detrimental as it prevents them from recognizing that many issues they face are universal.

Video 103

Video Lead Rank Lead Scoring Scale 103

Pipeliner

FEBRUARY 18, 2025

When embedded within the organization, marketing teams are better positioned to understand the brand’s core values and objectives, leading to more coherent and aligned messaging across all channels. He argues that having an internal marketing team offers numerous benefits over traditional reliance on external agencies.

Lead Rank 95

Lead Rank Outsourcing Services Lead Scoring Marketing 95

Lead411

JANUARY 23, 2025

A 5 Step Guide to Better Lead Generation Generating leads can feel like searching for a needle in a haystackbut what if you had a magnet? With the right strategy, lead generation doesnt have to be a shot in the dark. Lets dive into a fun and informative 5-step guide to better lead generation.

Lead Generation 52

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 52

Zoominfo

FEBRUARY 2, 2021

For instance, your social media strategy that your marketing manager ran five years ago looks different today — with multiple social media specialists running more channels. Larger (enterprise) companies have different digital asset requirements compared to smaller companies, including their CRM. Enterprise vs. SMB CRM Systems.

Enterprise 290

Enterprise Enterprise Company CRM 290

Pipeliner

JANUARY 5, 2025

By doing so, they can create a more meaningful connection, leading to better sales outcomes. Overcoming Insecurities Luke discusses the common pitfalls salespeople face, such as projecting their own insecurities onto customers. Understanding Deep Customer Insight What is Deep Customer Understanding?

Video 98

Video Lead Rank Lead Scoring Customer 98

Zoominfo

SEPTEMBER 26, 2018

Whether through anonymous surveys or face-to-face meetings, find out what they love most about working at your company—and what they’d like to be different. As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding. Let’s get into it!

Hiring 250

Hiring Social Media Face-to-face Channels 250

Sales and Marketing Management

MARCH 26, 2018

Salespeople should use this time well and understand that after that first meeting, the phone and web will likely become the primary communication channels due to the limited time constraints of those involved. Let’s look at the day-to-day life of a sales rep, starting with traditional face-to-face meetings. No more, no less.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Zoominfo

JUNE 28, 2021

It is a marketing channel that enables two-way communication between buyers and sellers to provide critical buying information that accelerates their path to purchase. They all send and receive messages almost instantaneously and make us feel like we’re having the next best thing to a face-to-face conversation.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Zoominfo

APRIL 17, 2025

Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter. Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. The bad news?

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Pipeliner

FEBRUARY 24, 2025

Many users fall into the trap of submitting vague prompts, leading to subpar responses. ” Purpose: This approach empowers the AI to seek additional context, leading to more tailored and effective responses. To address this, Jonathan shares a four-step process for effective prompting.

Video 105

Video Lead Rank Lead Scoring Sports 105

Hubspot Sales

AUGUST 7, 2024

To stay competitive, every SaaS company needs CRM software in its corner that helps bring in leads, keep customers happy, and facilitate growth. The secret's out: behind every “How do they do it all?” SaaS worker is a CRM platform holding their life together. Everyone needs a CRM, but SaaS teams have an above-average need. User Experience.

Software 115

Software Software CRM Oracle 115

Zoominfo

DECEMBER 10, 2020

For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Today, our standups are extended to even new team leads. Covid has changed everything. So, as sales leaders, how have we kept ‘remote’ control?

Energy 246

Energy Channels Motivation Face-to-face 246

Sales and Marketing Management

MAY 18, 2018

In today’s experience economy, more and more consumers prioritize doing over having. That includes all generations, not just millennials, as recent surveys indicate nearly 75 percent of consumers prefer to increase spending on experiences rather than physical possessions. Step One: Know What Motivates Your Customers.

B2B 221

B2B Customer Social Media Face-to-face 221

Bernadette McClelland

MARCH 11, 2018

(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? and CEX are EGs of acronyms!

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Generation vs Lead Generation: What’s the Difference? Does demand generation sound similar to lead generation ? What is Demand Generation?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

SalesFuel

APRIL 16, 2025

The main challenges they are facing are brand recognition and competition with big box dentists. Business development specialists use AudienceSCAN to identify new markets, new opportunities, and new channel partners. The owners were [the] main dentist and a business manager, said Mendoza. Together they run three [dental locations].

Advertising 59

Advertising Advertising Campaigns Ideal Customer Profile 59

Zoominfo

SEPTEMBER 3, 2020

Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Even with low conversion rates, you can increase lead volume at little cost. Basic Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Vengreso

NOVEMBER 19, 2024

So, take it from me, as businesses navigate the digital transformation landscape, leveraging the power of AI sales assistants can lead to unprecedented productivity and sales success. These intelligent tools are not just about automating tasks; they revolutionize how sales teams operate by offering personalized insights and recommendations.

Software 115

Software Software Scale Sales Qualified Lead 115

Zoominfo

FEBRUARY 12, 2025

And lets face it, most B2B marketing teams didnt exactly have a foolproof plan to ensure ROI. Youve gathered all these leads, but now what? Big budgets, big expectations, and the ever-present fear that you were throwing money at a giant, expensive, untrackable black hole. Some are ramping up investments in large-scale user conferences.

B2B 130

B2B Marketing Strategy Lead Rank 130

Sales and Marketing Management

JUNE 29, 2020

from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. How to sell to leads during and after COVID-19. omnichannel selling, inside sales, tech-enabled selling and e-commerce.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156